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Saving your customers money and boosting your profit

Saving your customers money and boosting your profit. Kylie Summerhayes and Wendy Smith. WIN - An HTC SNAP . First to answer a correct question at the end of session. Why we are here today. SMB Insights. Coms Techniques. Tips Tools Resources. Why do we care about SMB Customers?.

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Saving your customers money and boosting your profit

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  1. Saving your customers money and boosting your profit Kylie Summerhayes and Wendy Smith

  2. WIN - An HTC SNAP First to answer a correct question at the end of session

  3. Why we are here today... SMB Insights Coms Techniques Tips Tools Resources

  4. Why do we care about SMB Customers?

  5. SMBs 2 million

  6. 1-200 employees SMBs 800,000

  7. What percent of Australian Businesses are SMBs? 99%

  8. Leaving only..... 5,760 businesses with more than 200 employees

  9. SMB Customer Business Owner decides No IT or IT Generalist Industry Not Size

  10. What do SMBs Care About? Saving Money Managing Customers Cash Flow

  11. How Technology can Help • Reduce IT costs and risks • Find and retain customers Customer Priorities Save time and get organized • Improve business insight

  12. Is IT a Priority? How critical is IT to operating the business One significant technology investment that would help SMBs compete in the next six months 99% 25.0% 20.0% 15.0% 10.0% 5.0% 0.0% **Microsoft 11-country survey of SMBs. September 2008 **SMB Insights Report, October 2008

  13. PC Market down FY10 • SMB PC YoY Growth % SOURCE: IDC (Aus PCMIT Q4-09)

  14. Server Market down FY10 • SMB ServerYoY Growth % 99% Source: IDC's forecast for the x86 & EPIC market as of March 2009.

  15. Software Market growing CAGR FY09-12 99% NOTE: SMB defined as 5-250 PCs. Data is based on FY09 MPF Market Forecast date

  16. SMB Market Opportunity 99% NOTE: SMB defined as 5-250 PCs. Data is based on FY09 MPF Market Forecast date

  17. Talk about Capabilities Capabilities Help your Customers Save Money & Be More Competitive Save Time & Get Organized Improve Business Insight Find & Retain Customers Reduce IT Costs & Risks • AV & firewall • Back-up & recovery • Secure documents • Central storage • IT Management • Online software • Consolidation • E-mail & IM • PC Performance • File & print sharing • Mobile e-mail & RAS • Collaboration intranets • Video conferencing • Website & ecommerce • Contact management • Sales & Marketing collateral • Sales forecasting • Financial reporting • Data analysis • Business dashboard 99% Product Platform Client + Back Office + Biz Apps How to Buy Online: Hosted / BPOS >5 lic: Volume License 1-4 lic: FPP / COEM with PC/ Server: (C)OEM / ROK

  18. Microsoft Customer Campaigns Customer Partner, Distribution 99% Leading with Customer Stories

  19. Partner Marketing Integration Online Ad SMB Newsletter Pinpoint

  20. SMB ‘Mini Campaigns’ SMB Offers Mini Campaign menu * Highly Recommended • Resources • Campaign overview (Targeting) • Messaging & copy blocks • To Partner deck • Sales card & Partner Tele Guidance • Web Elements-in-a-Box: copy, banners product info articles • To Customer Banner • Product sales offer Business-Ready Security Custom Application Web Platform Business Servers* Business Insight* Value of VL Upgrade the Desktop* (VL / SA) (WS/SQL thru web) (Visual Studio) (SCE / Forefront) (WSF / SBS / EBS / WS) (Win 7/Off 07) (SQL with partner apps) Virtualization & Management* Communications & Collaboration* Office No Better Time (Windows Server / SCE/VMM) (Office 07) (Exchange / BPOS / SharePoint) Description Small targeted ‘mini’ campaign Designed to drive the product offer and generate revenue Mainly through-partner execution Enable the IT Generalists & ITDMs with BDM proof

  21. Wendy SmithPartner Marketing Centre (PMC)

  22. Partner Marketing Centre: Helping you generate demand • Messaging and Value Props • Customer Emails and Images • Banner Ads , HTML, Flyers • Sales Cards & Telesales Scripts

  23. Why use it? • On message • Saves you time and $$ • Use, customise, re-purpose • It works

  24. Why use it? • The PMC cut my campaign prep time by about two weeks • Kim Peacocke, Marketing Manager • Thomas Duryea Consulting • The PMC is critical for us. It takes all the leg work out of developing relevant content for particular segments and makes creating supporting sales materials very easy. • Kim Heras • Commercial Manager, Ensyst

  25. Partner Marketing Centre

  26. * Highly Recommended

  27. Leverage the marketing materials on the Partner Marketing Centre Here Come to the Marketing Workshop Thursday 4pm to deep dive into building marketing plans, PMC and CIT Next steps

  28. Attend the Marketing Workshop and you could win... Up-selling and Cross-selling to Small and Mid-size customers Workshop Thursday at 4:00pm-5:40pm $5000 in marketing funds for your business ... or a new Lenovo S10e

  29. HTC SNAP Question… Microsoft Exchange Which Mini Campaign would be most suitable if you wanted to sell...

  30. Answer SMB Offers Mini Campaign menu * Highly Recommended Communications & Collaboration Business-Ready Security Custom Application Web Platform Business Servers* Business Insight* Value of VL Upgrade the Desktop* (VL / SA) (WS/SQL thru web) (Visual Studio) (SCE / Forefront) (WSF / SBS / EBS / WS) (Win 7/Off 07) (SQL with partner apps) Virtualization & Management* Communications & Collaboration* Office No Better Time (Windows Server / SCE/VMM) (Office 07) (Exchange / BPOS / SharePoint)

  31. Microsoft Mobile e-mail Plan from Telstra is now available! • Cost effective: Single monthly fixed fee for business e-mail plus 100MB data; • Supported by Telstra: Single point of contact for help desk support (backed by MS Premier Support) • Leverage investments in MS: Hostedor on-premise Exchange • Device choice: Plan is available on a range of Windows Mobile devices • Find out more - go to the Telstra or ICT booth; • Let your customers know! (Drive incremental Exchange activations, deployments); • Sign-up for the Microsoft Mobile e-mail plan; • WIN - An HTC SNAP at this session! • Be the first one to answer the question (from your presenter)! • Winner will be given a “certified” Mobile e-mail flyer • Winner to redeem their HTC Snap prize at the ICT booth. • HTC Snap – fast facts • Ready for Microsoft Mobile e-mail Plan activation; • “Inner Circle” – one touch button to get to your most important e-mails • “Windows Live” – messenger button to chat/IM with your family and friends; • Telstra “Blue tick” approved – recommended for country usage. • HTC SNAP is updateable to Windows Mobile 6.5!

  32. What’s next • Customer selection • Talk capabilities • Provide proof

  33. What’s next Go Do... Stop Do... • Visit your existing customers • Utilize the Microsoft resources available • Stop listening about the recession, start making your own bright future • Don’t stop working with markets in decline

  34. SMB Specific Sessions Wednesday 2nd September

  35. SMB Specific Sessions Thursday 3rd September

  36. SMB Specific Sessions Friday 4th September

  37. Q&A

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